psychology

Have you tapped into your most powerful marketing asset?

No matter what you have to say about your services, you can never compete with your most powerful marketing asset– your clients’ own stories, in the form of case studies or testimonials. Are you using this asset? Does your website … Read More

Consulting Positioning Easy vs Hard

Ways to define your ideal consulting client

If you don’t know who your ideal consulting clients are, how will you work with them? Not knowing your ideal client profile, and not therefore not being able to position yourself and your services to your ideal client, is the … Read More

Are we having fun yet?

As consultants, project work is usually fun (at least if you have the right clients), but business development can seem like a slog, or even, as I thought of it, a “necessary evil”. But if you’re not having fun with … Read More

Introvert's Edge Guide to Networking

The Introvert’s Edge to Networking

If there was something I hated more than “selling”, it was probably “networking”. Now, Matthew Pollard, author of The Introvert’s Edge: How the Quiet and Shy Can Outsell Anyone, is back with a new book, The Introvert’s Edge to Networking. … Read More

Mimiran Peer Conversation Leaderboard

Just because you’re solo, you don’t have to sell alone

One of the hardest things about being a solo consultant is selling solo. People joke about sales reps being “coin operated”, but it’s more accurate to say that are motivated by competition (in addition to compensation). If you’re a solo … Read More

stand out with positioning

Consulting Positioning: 4 techniques to nail your niche

Positioning your consulting practice is perhaps the most critical sales and marketing decision you can make, but it’s also hard, so a lot of consultants don’t really do a great job with it. This leads them to struggle unnecessarily. Why … Read More

Small Business Weekly Planning Calendar

As a small business owner, it’s hard to juggle everything, but having a weekly planning calendar helps. It’s easy to feel busy without making progress on what’s most important. You can get to the end of the week and wonder … Read More

always-be-closing beliefs are the biggest sales obstacle

Our own beliefs are the biggest sales obstacle

Sales is hard for anyone, but especially when you start your own professional services business, your own beliefs are often the biggest obstacle to sales. I started with some strange, self-limited beliefs about sales. Over time, I realized that I … Read More

Call Scripts for People Who Hate “Selling”

Call scripts get a bad rap, because they can be terrible, especially if you use them wrong. But call scripts can be really useful to: Give you a game plan for a call, instead of struggling over what to say. … Read More

Shhh… here’s a secret

Every great company is built on a secret. At least that’s what Peter Thiel writes in his book Zero to One: Notes on Startups or How to Build the Future. So here’s the secret at the heart of what I do … Read More